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Half of your buyers already picked their shortlist before your sales team even knew they existed. The only question left is whether your team knows what they typed in to get there.
In this episode, John sits down with Tim Sanders, Chief Innovation Officer at G2 and author of five books including Love Is The Killer App, to talk about why half of all software buyers now start their research inside ChatGPT, how BDRs have quietly become the frontline of business intelligence for companies trying to win AI search, and why the one thing AI still can't replace in a sales rep is domain expertise.
If you are in sales, sales leadership, or building a go-to-market team that needs to hold up in the AI era, this conversation gives you a practical way to think about what AI search means for your pipeline, why your BDRs might be sitting on your most valuable data, and how to make sure the human in the deal still has something the algorithm doesn't.
Want to build a sales team that can hold its own in the AI era? Visit www.jbarrows.com and learn how you can Make It Happen.
What You'll Learn
- Why half of all software buyers now start their research inside ChatGPT or Gemini, and are eighty percent through their purchase before a sales rep ever talks to them
- Why the BDR, not the AE, has become the frontline of business intelligence for companies trying to win inside AI search
- Why Tim says today's best AE is a sommelier, not a closer, and what that metaphor means for a buyer drowning in AI-generated options
- Why verifier's law explains what AI still can't be trusted to do in sales outreach, and why domain expertise is the one thing that makes a generalist model useful
Tim Sanders is Chief Innovation Officer at G2, where he researches how AI is reshaping B2B buying and helps G2's customers adapt their go-to-market strategy. Before G2, he was Chief Innovation Officer at Upwork and spent years as an executive at Yahoo, following his early career with Mark Cuban's audio net, which became broadcast.com. He is the author of five books, including Love Is The Killer App and Today We Are Rich.
Visit timsanders.com to learn more about Tim's work and books.
Connect with Tim Sanders:
Website: https://timsanders.com/
LinkedIn: https://www.linkedin.com/in/sanderssays
John Barrows is a sales trainer, speaker, and founder of JB Sales with over 25 years of experience in the industry. He has made hundreds of cold calls a week, led startups to acquisition, and trained high-performing teams at companies like Salesforce, LinkedIn, Amazon, and Okta. Through JB Sales, John focuses on practical sales execution, helping reps fill pipeline, close deals, and build trust with buyers in today's AI-driven sales environment.
Connect with John Barrows:
LinkedIn: linkedin.com/in/johnbarrows
Instagram: instagram.com/johnmbarrows
TikTok: tiktok.com/@johnmbarrows
Check out John's Membership: https://learn.jbarrows.com/pages/individual-packages
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